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Supply Chain Management Overview
Sell Supply Chain Business Issue Solutions to C-Level Executives
 Program Benefits
Supply Chain Management Overview helps sales and marketing professionals increase sales and create lasting business partnerships by understanding the SCM issues that keep C-Level executives awake at night. In this one-day program, participants learn the complexities of orchestrating a supply chain: the network of products, information, documents, cash, and process that flow from initial suppliers and end with the ultimate customer. During a session of Apples & Oranges Distribution, the intense, hands-on business simulation from Celemi, participants manage the logistics of a retail operation and apply inventory management best practices. Supply Chain Management Overview builds the awareness and expertise that professionals need to speak knowledgeably about the economics of distribution and inventory management, and to position their value in terms of bottom-line supply chain cost and operational efficiencies. After they experience the program, participants will be better able to:
- increase revenue by positioning your products and services as integrated supply chain solutions that meet specific business needs
- speak knowledgeably about SCM business issues with C-Level decision-makers
- act as business partners rather than transactional providers, selling business solution value rather than price.
Program Description
Supply Chain Management Overview begins with a five-hour Apples & Oranges Distribution business simulation which uncovers the supply chain as "the last economic frontier." Participants manage a hypothetical distribution company's logistics operation -- which concerns inventory at motion and at rest -- over a three-year period, including accounting for operating and financial efficiencies at the end of each year. They learn to conceptualize the dozens of logistics moves in a typical product chain as a single, integrated stream. By viscerally and visually experiencing the factors that impact logistics and supply chain management, participants learn to recognize concerns that keep C-Level decision-makers awake -- such as sales-to-inventory ratios, the inordinate percentage of costs related to inventory carrying costs vis-a-vis transportation costs, and the economic value of increased velocity in inventory turns.
Next, all participants examine best practices of supply chain management leaders, and apply these to a case discussion and to a real-life customer. Each participant then conducts a thorough review of the supply chain issues of one of his or her own customers, focusing on business rather than financial measurements. Participants roleplay an exercise with the objective of securing a meeting with a C-Level decision-maker in that account, and conclude by listing ways to apply learning to that customer's specific situation. need to speak knowledgeably about the economics of distribution logistics and of supply chain management.
Implementation/Customization
The one-day program is appropriate for groups of 12 to 25 participants. Specific sales discussion is tailored to participants' real-life customer situations.
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